I Made $40,000 Per Month With This Phone Script ft. Justin Au | Ep87

Contextualizing is big. If I'm like, hey, John, can you go into the other room real quick? You're going to be like, why? I'm like, hey, John, I want to test if my speakers are working. Do you mind, like, going into the other room real quick to see if it works?

So good.

Now you have context. But like, if someone's like, hey, what are you bringing in for income? They're like, why do you need to know that? Versus like, hey, like, just to make sure, like, what kind of income may be missing from your family when you pass? Like, what are you bringing in for income roughly?

Dude, I had a guy yesterday, second question, I'm like, do you have any insurance now? He's like, what's that got to do with anything? Like, I did a really shitty job fucking laying the table for this. This one. I did not set the right expectations.

Well, it's nice to meet you. Uh, I met you a couple times, but, um, never like one-on-one, so nice to meet you.

Same, brother. I recall the name. I don't remember where. I also meet a lot of people, so it's hard to remember everybody. There's so many people killing it now, dude. It's hard to keep up, bro.

Yeah, for sure.

Company's gotten quite big.

Yeah, absolutely.

Uh, I appreciate you getting on, dude. Saw, saw a little bit about you online. Saw you— I, I think what had us reach out, I think I saw you hit Hall of Fame already. Pretty early in the year, if I'm not mistaken. Yeah, yeah, it's killer, dude. Tell us a little bit more, man. I would, um, I'd love to know a little bit more about how long you've been in the business because I don't, I don't know much, dude, and I get on these to fucking learn myself.

Yeah, man. So I mean, I'll give a little bit about my background because it's, it's pretty similar to yours actually. So yeah, because you, I mean, you resonate with me pretty, pretty good, especially when I first came into the business, just because You know, I started out as a CPA, so, um, went to college for accounting, did that, went with a Big Four firm for a couple years and then went private. And so kind of same story, man. I had, you know, at the time I had 2 kids and, you know, just, it was great to learn that stuff, as I'm sure you know, but like, I was just miserable.

Um, that I know, that I can relate to. Certainly. I wasn't fully bought in on the how great it was to learn. I didn't go CPA route. I stopped at accountant.

Oh, really? Yeah.

Yeah, bro, I looked at CPA and my brain, I was like, I don't know. I don't think that's what I want to do.

Yeah. And cause I didn't know what to do, what else I really wanted to do. I just kind of went into it cause I knew business was good. Accounting wouldn't hurt. And so, but yeah, man, it was one of those things like, you know, with some of those firms, like you're working like 70, 80 hour weeks, you're salaried. It's just a grind and it's just like, it's just miserable, right? Like for, for me, like. I, I, you always convince yourself that you like things to kind of get by it, but there was a point at the end of my career where I was just like desperate to, to do something different. You know, I would listen to BiggerPockets every day. You know, I was looking for random things to do side hustles to get extra because, I mean, I was working so much that, I mean, we're barely making it by and I was working 70-hour weeks. So just looking for anything to get out of it.

Yeah.

And then one day, which it's kind of a cool story because I'm kind of an old fart, like I don't really do much, like I just spend time with my family, go to work. And one time that my, uh, for my birthday, my in-laws convinced me to go out to the bar that night, um, which I never really go to. And we're sitting there playing cornhole and I met this guy, his name's Jacob Center. I think, you know, you might know him. Yeah. Yeah, yeah. So he was sitting at the bar, he's like, hey man, can I play cornhole with you guys? And I was like, sure. And then we're just talking, I was like, hey, what do you do for work? And he's like, oh, I sell solar. And I was like, okay, well, do you mind me asking, like, what do you guys make, like, roughly? And he's like, oh, I made like $40K last month. And I was like, $40K? And so I was like super intrigued. It was like, um, you know, like the stars aligned. I was like, okay, well, how can I just do this part-time for now? So I got into solar, did really well in solar, okay, and opened my eyes up to, you know, sales and like it's uncapped. It's just like you can work as hard as you can and make as much as you pretty much want. And so did really well there. Solar kind of took a turn in California. And so when was this?

How long ago?

This was about 4 years ago, 3 and a half years ago.

Shit.

Okay. Yeah.

So you say really well in solar. What's that?

I don't—

I don't know solar. That well at all?

Really well. So I mean, just from perspective, like my first 8 months in solar, I made like $300,000.

Shut up. Really?

Okay. Previous salary before that was like $100,000.

Got it.

Yeah.

Just doing it on the side.

No, no, no.

So you had gone full time. Got it.

First on the side. And once I saw— once I knew it was real, like I hit my account, I was like, okay, like 2 deals. I made twice what I make in a month. I'm like, I'm going to go full force. It was one of the scariest things, I think, just because I had 2 kids, income provider. So I was kind of an asshole, or excuse my French, but I was kind of a jerk to people because people were like, why are you leaving accounting to go sell solar? And so there's so much negativity going my way. So I just had to prove those people wrong. you know, make it, make it work. But fast forward and, you know, Solar kind of took a turn and Caitlin Blackburn reached out to actually not even Jacob Center, somebody else. And he brought me and Center into the business and the rest is history from there. So I've been doing this for about almost 3 years.

Okay, got it. Yeah. So you're always on those calls. You're on the calls I get on with Caitlin then a bunch over the year.

Yeah.

Oh, yeah, yeah, yeah. Makes sense. Yeah, I knew it. I knew I recognized you, but I couldn't place it. Where do I fucking know the guy from? Yeah, makes sense. That's cool. I love it, love it. That's good shit. And now, when did you switch? When, when was the switch? That was a couple years ago, you said?

Yeah, about 3 years ago.

3 years ago.

So it's coming on 3 years.

Yeah, so '22, I guess. Would that— so how did it start out? How transition to insurance? You kill it right away, or was it— what was that?

No, no. So I'm very And it's similar to you, right? Like I'm very analytical. And so I tended to go to like analysis paralysis, but like being in sales prior, it kind of forces you to kind of go with the flow a little bit more and just know you're gonna fall on your face. So, but when I first started, I was pretty bad. Um, like I could barely read the script, like I was stuttering and, you know, just—

Oh shit. So it was easier for you to start?

Yeah, because in solar it was all in-person, like, and so selling over the phone is a little bit different.

You were knocking doors, right?

I was knocking doors.

Yeah. Yeah. Makes sense.

Yeah. So, but when I first came in, like, I was just so robotic and— but I was getting sales. Like, I mean, my first month I probably did, I think, $12K. Okay. Next month I did $16K and I took 2 weeks off too. And then the following month I did $40K. 70, and then it would just took off from there. Yeah. But it was, so like for me, when I first came in, it's like I have this like do or die mentality. So, you know, I was like 12, 14-hour days, just like if I'm not dialing, I'm listening to my recordings, I'm listening to podcasts, I'm practicing my script. And so the escalation, it kind of took off for me cause I was just like, doing as much as I can. Like I've spent probably a total of $30 grand on training courses. So I know the power of like investing in yourself.

That's cool.

Um, so, but it took off from there.

So that's badass.

Sick.

Um, what were you overanalyzing at the beginning? Like what were you stuck on?

I think I just wanted to know like the best word track for every part. And I was just trying to take in too much information at once and versus like how I teach my agents now is, okay, get this one script, memorize that script because so you can have the baseline, right? Because like when you guys used to go door to door or in-home, like you didn't have your script in front of you, right? So getting that memorized as quick as I can is like what I tell my agents is get that thing memorized, then bullet point it out. So, you know, like each section. And then now you can practice on like your tonality, your transitions, and understanding the psychology behind everything you say. But progression-wise, like, take it in steps. Like for me, I just tried to learn as much as I could at once, so I didn't perfect anything, you know, at first. Yeah.

Yeah. That's funny. I remember being new, dude. And you're right, we did. I'm going to actually use that because I've never actually said it the way you said it, but we didn't have a script going in the house. We had— we had— now, one phase of my career, we had this little flip book. We used to have to flip through and show them a little thing. That was terrible. Um, and then when we got away from that, it was more script-ish based.

We didn't—

we never really had a full— but it was— it was an acronym. And then what I used to do, they gave us like a flow, like you said, it was their version of bullet points. I took it and I took a little— I'd take a little sticky note and put the bullet points and I keep it and I would hide it under the lead that I had. I would have the lead on their kitchen table and hide the little sticky note under and I would just glance when I was brand new. And if I would forget where I was at, I'd, I'd look under and be like, oh shit, I gotta get the Y. Mm-hmm.

Yeah.

Yep. That, you know, I only did that for a hot minute, but yeah, it's, uh, it's wild how many people are so dependent on every detail of a 7-page script when they start. It's tough. It's tough to get moving. Yeah.

Yeah, and it's a, it's a, it's so much information I get. It's overwhelming. People just want to know it, but like you have to take baby steps to kind of push forward.

But what were reps like for you? Because, you know, a lot of people say I spend 12 hours and I do some dialing and I do some training, I do some, and they end up with 62 dials for the day, you know. So what were you, what were you focused on activity-wise, especially early, to say go from— and more importantly, what changed from that 12, 16K to then go to 40? You know what I mean? Like, what was the— how do you, how do you get there for people?

Yeah. So, I mean, I was so diligent, like I was probably doing— and we tell our agents now not to really focus only on dials because some people come in like, oh, I hit my dials. They just go through the motions and they're like, okay. But I was doing like 500, 600 dials a day, which is not always a good thing because that means you're in less presentations. But I mean, dude, I would go until I would, I bought a Hawaii license, so I would call till like 10 o'clock, 11 o'clock until I got a sale. And so, um, my activity was really, really high and I was actually working those 8 hours a day, like legit dialing the whole time. And then some of the other time was just like training and, you know, um, some downtime, but actual, actual dial time was at least 8 hours a day. And then I think what gets you over to the going from 10, 12, whatever, to the $40K, you just start learning the process and you, you start listening to the clients. And like, if you have that spectrum of 10 people, like I was closing those laydowns 1 to 2 because I was spending all day finding those people. And then those people in the middle that need a little bit of push, I started getting better skill to where I could like, yeah. Push those people to a deal, right?

So you didn't triple your activity suddenly? No, it was, it was a combination of the— basically say like, uh, you get some momentum going that, yeah, that has a little weird kick in that's hard to explain to people that have never experienced it. And then your skill set fucking goes up quick if you're doing the right things behind it, because you see the, you see this, you see the same shit over and over and over again so quick.

Yeah, we have the same presentation essentially It's 10 to 12 minutes and there's some variations in there, but like, is— if you can perfect— we do the same thing every day. If you can just perfect that as much as you can. Yeah.

What kind of leads were you— were you, or are you— has it changed, evolved? What's the— what's been the evolution of that, like your lead strategy or approach? Yeah. On how you do this thing. And ultimately, I will want to wrap it into like one call close versus booking. I kind of want to kind of— what's your whole strategy there with leads and style and booking and stuff?

Yeah, so it's starting out like I had— luckily I had like some reserve from solar, so I was fortunate in that sense. But, um, I started out just like, you know, calling bronze, silver leads and work those so I can get the skill set on those like age leads, because you get the same objections there as you will with a fresh lead, right?

Sure. You working all type— mortgage, final expense, mix?

One specific? My first month I was doing mainly just general life silver, bronze. And probably second month, end of second month, we started kind of transitioning into more mortgage. And so I started really doing mortgage for a while, um, and I think by my fourth month in, I got a dialer. So I would have dialer booking appointments for me, um, so that's kind of progression. But now I run like Facebook campaigns for final expense I don't really do much mortgage anymore. I do a lot of veteran leads. And then I have CRMs like Lead Champ Pro is really good. And I still have a dialer too. So now it's changed for me, just grinding, dialing, you know, 500, 600 dials a day to the point where now it's more of mostly appointment-based. And then in between the appointments, okay.

Yeah, cool. I like that. Like, how many are you booking between you and the dialer?

So, like, um, basically, I, I would say I have about 10 to 12 appointments a day. Okay. Uh, my dialer's booking probably like, you know, probably 3 to 5 of those, and then the CRM via text is booking some of those, and then I'm booking some of them. So I'm not—

little mix—

huge on call to close. Like, I, I think it's really important, but there are for sure some times where it's appropriate to set an appointment. Yeah.

For those of you follow— that have followed me for a while, you know I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income. Producers that want to, that want to just sell and get to a multi-six-figure sales career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to JohnWetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me, hit me up, whatever you like. How do you, how do you, how did you learn how to do that? Right? And for clarity, for fun, I just, I'm building this new direct base shop. And I've never, I never did telesales. I didn't play with that. We, again, I, we tripped over a couple when it became new, like fucking in 2019 and you could do DocuSign, you know what I mean? Kind of.

Yeah.

But not in today's world have I done. So I, a few weeks ago I decided to start jumping on the phone to kind of see what these new kids are going through to, to, so I can feel it and you know what I mean? And it's like, ah, interesting. I can see some of their, the battles are different than when it was going on that. It doesn't— there's pros and cons to both, you know?

Yeah.

But what I see a lot of people get stuck on for sure is like they want to one-call close, but they don't know how to— they don't know— they don't know if they can. Or like, if they're in Walmart, dude, it's like, do I keep going? Do I not? You know what I mean? They get stuck on which to do. Do— am I one-call close guy or I'm an appointment guy? And I think a lot of people make too much out of that. But did you ever struggle there? Like, what do I do? Like a squirrel in the fucking road.

Um, I think what was good when we first came in is it's a big push for one-call close. So you're not afraid to like, like if they say they're busy, like it's, it's people usually have time. Like I've closed people in Walmart while they're like in the checkout line when they're driving, I think is like one of the best because they have nothing else better to do. Um, it's more so of reading the situation of if it's a legit logistical like, yeah, we have to do it later, or if it's— they're just like brushing you off, or they're— it's a smokescreen. So I think that comes with, with time and reading the situation, being able to listen to the client. Um, but for me, like, there's times where I, I just don't call to close, but a lot of, a lot of them are. So I would say it's probably like a 70-30 split.

Makes sense. Now I see some people get fear of doing a one-call close when they hear their stuff going on in the background, and they kind of, they kind of wuss out on it, for lack of a better term. You get a little nervous and they're like, oh shit, you can't do it now. Hey, do you want to do it later? And they're like, yep. And they never hear from them again. I see, I see that happen a decent amount with people trying to figure that out, you know.

Yeah, yeah, dig it.

So now how many days a week are you doing that? That schedule, that 10, 12 a day? How many days?

I work 6 days a week. Yeah, I work 6 days a week. And, um, I mean, I still work quite— I'm not working till 11, midnight like I used to, but it's for sure 8 to 8 at least, sometimes 9, 10, because I, I do have agents and stuff, zones and stuff. Yeah.

Are you still playing the time zone game for yourself?

Yeah, so I mean, I have leads all over the, the country, so I love it, dude.

What, um, what can you give them for like, I guess, some, some, some phone stuff?

Like, would you—

how do you, how do you teach the telesales today? You know, what's, what's important? What's, what's the magic, if you will, that they're missing? Obviously reps, I think, is a massive thing people are missing out wildly on. But, you know, not everybody can start with the reps with the money. They can, but it's, it's, it's obviously harder. You know, the goal is to get nice lead flow, get some new stuff coming in. I certainly think new agents believe it's going to be easier when they have new leads than it probably is, in the sense that you still have the reps, you know, the reps don't go away. But I would love some strategy stuff, dude, what you're teaching, um, what you're seeing success with specifically. Yeah, maybe. Yeah, start there. And I'm, I'm intrigued from— this is me personally asking as I start messing with them, like, what are you doing with the hard shit that's like old folks that can't find the button and can't figure out the code and can't click on the link and clean, you know what I mean? Can't fucking sign the digital. Like, how do you deal with all the stuff as well?

Yeah, so we can go— yeah, I'll go into that stuff too. So let me see.

Oh yeah, and I know I asked like 3 questions at once. I'm an asshole. Oh, you're good, you're good. Yeah, yeah, that's why I'm leading. My thoughts are trying— I want to understand the strategy, but I know that's an issue. I've been on the phone for 2 weeks, dude, and I've had that happen like 8 times. You mean they're like, I can't see it?

To address that first, I mean, there's on, I think, I think FFL America, my assistant downloaded all the signing instructions for me.

Yeah.

So you can go and get like step by step and you just literally have to like, almost as if you're walking a toddler through something in a sense, like, hey, do you see that speaker button on your phone? Push the speaker button. Now you see that bar at the bottom, put your finger there and swipe up, go to your text. And then literally just walking them through step by step. Some people just try to like, oh yeah, just text, just go through it. Yeah, yeah. But I'm like, no, do this with your finger. Do you see that like number there? It's from 877 number. Okay, click into that. Now there's two texts. Don't click on anything. Now go ahead and like walk me through what you see. Or sometimes you can FaceTime them and they can share their screen, um, on their iPhone, but just step by step and very clear instructions, right?

Makes sense. So you have them there locked and loaded, ready. Any— whoever you write and you have the— you can just pull them up? Yeah, the instructions. Yep.

Yeah, so I have a Google Drive with each carrier's signing instructions so you can see what they see on their text, what the next step is. And so I'm very like specific, like don't do anything yet, click on this.

Yeah, so You see the one— and this is just me being straight up ignorant because I ain't done this. To say I'm like, I know these new agents aren't doing this shit. If I'm missing, you know, I know what I'm doing, supposedly.

Yeah, right.

But when it's, when it's different, it's different. So it's like being prepared to another level more than most. That, that never goes out of style.

No, right.

And you learn that shit by either doing stuff like this, asking someone, you know what I mean, or watching shit like this. You know, you learn little tips, man. That's a big one. You know, I, I promise you, dude, 90+ percent of people watching this thing don't know those exist, much less do they use them.

Yeah. And I mean, it can lead to bad practices. And so like for me, like it's very important just to do everything correctly. And so I have the folder, um, listed out. And then if you go to that care, just click on it and then it's literally laid out. I can send them to you too. So you can see pictures and shit.

It's on Grady's. I can steal it from his too.

Yeah, I think it's on Grady's or FFL.

I'll let you know if not. Yeah, I'll find it, I'm sure.

Um, but that's for that. So now in terms of like sales, I think the, the most important thing is you have to have to have your script just memorized by like week 1 or 2 to just know the baseline. Um, and then once you can bullet point it out, I think the biggest thing for new agents is they're so so robotic and they take people through like it's a checklist. Right. And so people can feel that versus once you can perfect your tonality and your transition. So for tonality, I always break it down in tone, pace, and cadence. Right. So there is a sweet spot for your tone to where, like, I break it down as being the authority. Right. So there's a CIA guy who talks about body language and stuff and For authority, it's not you're a higher status than the person, but the slowest moving, the calmest person in the room usually has the highest authority. And so if you are calm, you're collected, um, you're moving at a good pace, like that's gonna make a huge difference cuz people wanna be led by an expert.

Right.

And so some people that just come in out the gates speaking super quick and have an upward inflection every time they say something. So they say statements with questions. They just come off as not confident. And it's— it really— it subconsciously really affects how the other person on the other end of the phone feels. So practicing your tone, how the emotion that you're, you're speaking with. Your pace, slowing it down a little bit, and then your cadence is sounding actually conversational. So I'm not speaking to you just the same way the whole time. I'm slowing down, speeding up. And so getting agents to perfect that is really huge. Um, and then, because you can, you can adjust your tone and cadence in more important questions versus if you're speaking the same way the whole time. Certain tough questions won't really land right. And then transitions, right? So like to make it not feel like a checklist, like some people will say, hey, hey, John, like, who would be responsible to have to plan and pay for your funeral? It'd be my daughter. Okay, gotcha. And what would it look like for her to cover that? Okay, gotcha. And then they just ask the next question like they're Auto-check versus like, so John, like, you know, can you walk me through, like, what would it look like for your daughter to have to maybe cover something like that? Oh, it'd be tough. Oh, like in, in, in what way? Oh, she'd have to do this, this, and this. And so transitioning so it's not like a checklist. Yeah. So first step, memorize script. Second step, memorize the bullet points. So now you can have more of a conversation. Third step is practice your tone, like your cadence, your pace, your transitions. And then the, the sweet spot is really understanding each section of the script and what outcomes you're looking for. Because some people just read the words thinking that like, if I read the words, I'm gonna get a sale, which you can. But if you understand what you're looking for and everything you say has a purpose to the sale down. That's like the next step.

Efficient.

Yeah. The final step is like learning like fancy reframes, right?

Okay. Yeah, right.

Like NLP, like neurolinguistic programming. Like, so for example, if someone's been looking at, you know, a policy for 2 months and then they tell you, hey, I don't make quick decisions because it feels like it's a quick decision on this 10-minute call. But you change their perspective of like, hey, well, can I ask you, like, you've been looking at this for 2 months, like it feels like a 10-minute decision, but what's really held you back from getting something? Just to see if I can even help you. Right. And so learning to reframe their mind in certain spots of the call, right, is the next step.

Yeah. It's worded really good versus like I've heard some people go, you're 67, bro. It's taking you this long. You know what I mean? It's like a little bit more sarcastic, like There's like a dig at it.

Yeah. You know, when people have different selling types, like some people are very brute force.

Yep.

Um, I'm more the consultant and getting them to sell me and tell me. So, um, but yeah, man, there's so many different tricks and tips. Like, I mean, if someone in the beginning, because in the beginning of the call, it's really important to pull out the why. So like, I don't do pen and paper in the beginning. I don't do any of that. I just, you know, hey, are you looking for anything specific or exploring options? Okay, well, everybody's different. What was the main thing you wanted a policy to cover for your family when something happens? And if they're like, oh, I just want to leave income behind, or I just want to leave something behind, like a horrible answer, I'll say, hey, like, you know, I appreciate you being so open and transparent. Like, you'd be surprised. There's a lot of people that are just so closed off, and those people always like overpay for coverage or never find what they're looking for. So that's— appreciate being so open and transparent. But more specifically, and then I'll ask them again, and then those people are way more susceptible to be more open.

And you just put them in a bucket of people who are open and share their shit. For those that miss that, for, for those that miss that little reframe or however you work, you— I mean, that was very intentional. You put them in a class in a sense.

And I just associate them with people that—

Correct. Yep.

Can't find something, right? So those are like the fancy things, but hopefully that made sense. I was kind of all over the place.

Yeah, no, I love it, dude.

It's—

and for me, like, even doing this, this, dude, can you imagine? Like, there's people who do podcasts and read a fucking checklist, dude. I, I like— I come in with nothing. I don't know shit when I get on these, but I like it that way because to me it's just a conversation then. You know what I mean? I'm just navigating, trying to figure this out. I don't— I know nothing when I get on. And I tried to do it a different way and I don't like it, you know, because that's how I sell too. It's just, it's just— and people struggle with that concept, you know. But I'm like, hell, to your point, we never had one in in-home. But also it's like, dude, we ain't doing nothing special. Insurance has been sold at a high volume for so many, so many decades, an obnoxious amount of time before there was any technology or any of the stuff we have to our benefit now. Yeah, you know, which is why you're seeing it so much more mainstream of the overwhelming amount of people selling at an obnoxiously high rate. Um, it's fun to watch, dude, because I'm telling you, they— I remember when they threw us fucking parades for writing 5K a week back in the day. And it's like they forgot to tell us we were gonna— yeah, they forgot to tell us we were going to be broke after the parade. They didn't tell us that part, you know. I was like, shit. Yeah, so it's, it's been a fun journey, dude. I love it. What are, um, The one thing you said earlier, because you gave some of the reframes, you said something about on the script. I'm, I'm, I'm going to do my best to word it the way you did. I think you said there were like 4 sections or whatever in your, in your eyes, how you view the script. But at each section, you're looking for some type of outcome. Yeah. Can you dive in? I'm, I want to know more there.

Yeah. So I think I'll give you like an analogy first, and then I'll break down like the process of what's important. So like a good example, right, is because I've been sold a computer kind of similarly, I kind of add things to it, but it's like, let's just say you walk into Best Buy, right? You're looking for a computer and someone bombards you with, hey man, like we have a bunch of deals going on. Like, what can I help you find? And you're like, oh, I'm just browsing. Yeah. Right. Versus someone comes in like, hey, are you looking for anything specific or are you just browsing? You're like, oh, I'm looking for a computer right now. Option person A, the salesperson A, this is how some people sell. They would just be like, okay, like what kind of computer are you looking for? Oh, I have no idea. Okay, well let's go back and look at it. So we have this computer, this computer, this computer, like this does this, this does this, like which one do you want? Yeah. Oh, you know, I have to go and think about it. Like I have to research. Yeah.

I have 75 options now. Shit. Yeah.

Yeah. Versus if someone—

How much memory? How much RAM? You get all this. Yeah.

And that's the time I like to go. I like some, an expert to kind of walk me through things.

Sure.

Um, I don't like researching online for stuff. I want to go in person and if someone's educated and they can sell me, like if they know their stuff. So versus the other salesperson is like, hey, like what kind of computer do you use now? Oh, I use this. That's a good computer. Like, what do you feel like, you know, how's you looking for something else? Well, I'm looking for something because this computer's slow. I want it to hook up to my phone. I want it to hook up to these monitors. Okay. Like, has that been hurting your business? Like so far? Yeah, it's been making it so I can't get sales, this, this, and this. Well, how do you see like having like this other computer that you're looking for? Like, how would that help your business? Well, it's going to make sure I can do this. It's going to get me more sales, this, this, and this. They're starting to see the path. Yeah. Okay. Well, you know, there's a few different types, like what, just so I understand, like what's preventing you from getting a computer so far? Oh man, there's just so much out there. I have no idea like what it is. I've looked around at this, this, and this. Okay. So now you have a good idea of what they need. They understand what it's going to do for them, what it does if they don't have it. And then you're like, well, this computer— and you kind of relate back to them— this computer here, you know, it's going to cover like the bare minimum of what you're doing. It's maybe a little step above what you have now. This other computer will hook up to 3 monitors, has this RAM. This one's going to do a lot better of what you're looking for. This one you may not really need, um, but it is going to set you up so you don't have to replace your computer 5 years out, right? Now the budget for me was like the bottom one, but the middle one is what I really need. So now my budget actually went up because I'm willing to pay for that because I know it's going to cover X, Y, and Z.

Does something you need to happen.

Yeah. So that's— and in the sales process for insurance, same thing, right? Like if I can bullet point it out, I go through my intro to disarm them, get them curious. I find out what they're looking for specifically with tangible figures like I'll explain to them how much a burial costs right from the beginning. So that way, once we get past medical, get to their current situation, we see what that gap looks like. Like right there, they know the gap, right? And so I find out what they have in place now, their situation, you know, who's responsible for, you know, paying for everything, planning everything, what it looks like for that person, why it's important to them to get this. Because some people, you know, they're okay with just leaving this behind, like How come this is so important to you? And then the meat and potatoes, the biggest one is their solution, what they've done in the past. Like, okay, so, you know, have you looked at this before? Is this your first time looking? Oh, well, I've been looking around. Okay. Well, I mean, just to make sure I actually help you because I'm on your team, like, what do you feel like's prevented you so far from actually getting something in place? Right. And this is where I can pre-handle a lot of objections because they're either going to say, oh, I'm just shopping around, it's been too expensive, I'm just getting older. They can give you some things and you can—

yeah, not much else.

Yeah, yeah. You can reframe their mindset there. Like, for example, if they say it's been too expensive, there's a couple of routes you can go. But if it's a realistic amount, so if they say, oh, it's been too expensive, Oh, that, that can mean different things to different people. How do you, how do you mean by that? Well, they were showing me $50,000 for $400 a month, right? So now in my head, I know that's what they've seen. First thing I ask is, do they actually need $50,000? Second thing I ask is, you know, I'll, I'll reframe their mind. I'll say, well, hey, you know, it's really smart you're here looking at this. Like, have you heard of the saying, an ounce of prevention is worth Poundicure, and they're like, oh yeah, well, you'd be surprised, right? There's some people and they're just so hard-headed that if they can't have everything, they just do nothing rather than getting a little bit of something for their family. So you being here is really smart. And then I educate them on the different policy types for them to understand that why one is cheaper than the other, right? Like, accidental is the cheapest because it only covers an accident. Term is great for some situations because you can get more coverage for less, but it expires and 95% of people outlive it, which is why they'll give you more coverage for less. Most people don't know that. True, right?

True.

And then whole life is the only guaranteed type of policy to pay out, and they accept more medical, so it's going to be more than a term, right? And so once I give the education, then I kind of break down like what they're looking for, like, and why I'm going to show them certain options. Explain the product. And then once I show them the options, after I've explained why I'm showing them to them, I'll say, out of those, which one are you leaning towards most? And if they say, oh, the middle one, I'll say, okay, like, just so I understand, how come you feel like that one would be the best? And then they're going to say, oh, because of this, this, this, this, and this. And they're going to tell me.

Yeah. So you're going in for a— it's like a secondary why when you get the pricing. It's like you're reiterating it. I've not heard it done like that.

Yeah. So, and then because that gives me a feel, right? If they're like, yeah, I guess the bottom one, that doesn't sound very convincing to me. Yeah. So I'm like, okay, well, how come that one? Well, I guess it's just what I can afford. Okay, well, now I can pre-handle an objection at banking. I can say, well, price aside, do you feel like your daughter having that coverage when she— when you pass, would that actually help her? 'Well, yes, but I'm looking for more.' And then you can handle that and explain, like, basically that, you know, out of the policies, you know, it's like going to a gas station. They're all very similar pricing. Some may be just slightly less than the other. So for you, it's a matter of, you know, leaving as much as you can for what's affordable, right? And so you want to handle that stuff then and there because some people just go, 'Oh, the bottom one? Okay, cool.' and in their head they're like, oh, I can find something more for less.

Yep, right. Yeah, yeah, it's always—

yeah, it's a good—

it's a good place to have a conversation that they're comfortable, that they know what's up, that it's not just like a yes that they call and fucking cancel on their own the next day or week.

Yeah, for sure. Because I'm big on, on my persistency and stuff. Obviously there's people that need a push if it's if it comes down to that, like, like not knowing which coverage amount, but they know it's going to work for them. Yeah, that's what I'll say. Hey, you know, biggest thing is see if you can get approved. We can adjust the coverage if they know that it's the product. But I never say that language if they don't think that they want this particular product. I never just say, let's just see if you can get approved, right? Yeah, I want to handle it right there.

My next question was going to be, what's the way to not do this? Yeah, not push to not close the deal when you're on, you know. Yeah, there's a balance of pushing that a lot, dude.

Yeah. So hopefully that makes sense. Like, just to summarize, like, intro, find what they're looking for, you know, medical, what their situation is, what the problem is, what their solution is. Give some education, break down why you're showing the options, quote. Yeah. And just tell you why they're picking that option. Is kind of the summary.

Sick, sick, sick. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere, my team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it, appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. And so for you and others trying to learn this thing, obviously there's some component of study. You mentioned earlier, and I don't know if everybody caught it or just breezed over it, that you listen to a lot of your own recordings.

Yeah.

Uh, talk about your study— studying the craft. Aside from just that, like, what's that look like? How are you directing your agents to really like— because what I learned, I'll never forget this, dude. I learned this, you know, Easton, I assume everyone fucking knows Easton. I learned this, this was probably in— it was his first few months. I don't, I don't remember what year, '17, '18, whatever year he started. And, uh, he was working a lot with Zach, and I was still coaching Zach a lot at the time because he was still in the field. He was whatever, a year plus ahead, whatever the timing was. And, uh, I was working with Zach to teach Easton. I was kind of working through Zach at first, and then I got to know Easton. Him and I started talking a little bit, and he's a sharp guy. And I'm like, dude, I don't know why the fuck you're not closing any of these, because you, you know how to talk. Like, he's a smart dude, right? Hardworking guy, all these things. I'm like, bro, I can't figure— I go, hey, do me a favor, dude. Hey, record one for me and send it to me, and I'll listen to it. I'll go through it. So he— next day He calls me and he goes, hey bro, I know why you told me to record it now. And I laughed. I'm like, why? He goes, I sound like shit when I'm talking to these clients, bro. You know, and it was a— I, I did do it for me, but it was a much bigger light bulb moment at the time than I expected because it gave him such insight even though he didn't know what the fuck he was doing. Yeah, I was like, what the hell? So from that point forward, every agent I talk, ever deal with, if they aren't listening to their own shit, I probably ain't helping them. Yeah. You know? So I, I, I love it. And I would, I would love to know if there's more, like how deep do you get? How do you, like, what's your process for really, cuz you're, you, some of this, these word tracks you're saying, they're, they're nothing, they're nothing someone else couldn't say. Yeah. But they're insanely intentional.

Yeah, everything. What some new agents, what some agents do is like when I'm asking questions, they can really only answer one of two ways. Some people will get fixated on like addressing certain things too early in their presentation. Some people like will speed past things or sound very disingenuous. And so the main thing is some people overcomplicate it, even though like what I, what I'm saying sounds complicated. Once you learn it, like, it's very structured, like it's a funnel, like, but what some people do is they like go outside the funnel, they'll have conversations here and then they're all over the place. They're not following the path. And so when I break down calls with people, for one, I'm listening to their tonality, so I'll fix them on that. And then I ask why they said a certain thing in a certain place because really, if you have your process, it should all work itself out. Like, you don't need to address it early on. You— I'm just making sure they're following the process, saying it with good tonality, and then asking, you know, why they said certain things in certain spots.

Yeah.

Um, but that— I mean, that's— it's, it's so huge to listen to your calls because even me, like, there's some days where I am not selling good, and I'll listen back and be like, dude, I was Talking so fast here, like, what the heck? Like, it's insane.

But, um, yeah, I've had a few this week, dude, where again, getting on the phones for the first time in a long time, I'll go through and I'm recording all my shit because I'm sharing it with everybody. I'm recording, you know, it's all going on. It's just some of it's a disaster, dude. You know, again, I'm really good at some pieces. I can naturally talk to people, but some pieces I'm like, ooh, I'll be, I'll be doing it live. I'll mute and I'll be like, don't do that shit. Shit, that was really fucking bad. I just messed that up royally, you know? And it's like, it's part of the game, dude, is, is— I don't know, I don't know if judging yourself is the right word to use because some people nitpick over it, but, you know, to some extent I do want to break down my own skill set and get better where I'm weak. Yeah, that was hard to do early. I didn't like owning that it was me early on. That was tough.

Yeah, it's almost always us. Like, somebody is gonna probably if they're looking for life insurance, someone's going to sell them a policy. So it's like always something that we're doing, right? And like, you know, I think if you can come at the approach of, for one, like some mantras I tell myself, right, are like be the authority, be curious. Like if you come in just trying to say the words and try to get the sale versus you actually listening and being like, curious. Like, for example, if someone's like, hey, what would it look like for your family to cover this if something happened to you? Okay, would that be tough for them? Like, and they're just like saying the words versus like, hey, like, you know, what would it look like for Susie if something did happen to you? Like, and you actually are curious, you're using your face. Like, I look like an idiot when I sell. Like, I'm like, what would it look like for— like, I'm using my face and I'm actually curious to help me, like, I'm like, and help them. So I'm like, what would it look like for them if something did happen? Right. But yeah, I mean, one thing too that I'll add is like contextualizing questions. So some agents are like, dude, I said the— I asked them what it was and they got pissed off. But like, and this may be a dumb example, I just thought of it, but it's It's like if I'm like, hey John, can you go into the other room real quick? You're gonna be like, why? I'm like, hey John, I wanna test if my speakers are working. Do you mind like going into the other room real quick to see if it works?

So good.

Now you have context.

Yeah. Yeah.

But like if someone's like, hey, what are you bringing in for income? They're like, why, why do you need to know that? It's true. Well, hey, and versus like, hey, like just to make sure, like what, what kind of income may be missing from your family when you pass?

Like.

What are you bringing in for income roughly? Right. So contextualizing is big.

Yeah. I had a guy literally yesterday, dude. And again, this is why I want to reiterate to agents, it's like, it's— I know my shit, dude. I had a guy yesterday, second question, I'm like, do you have any insurance now? He's like, what's that got to do with anything? Like, I did a really shitty job fucking laying the table for this one. I did not set the right expectations. I know I— the second it came out of my mouth, his tone back, I was like, I took that shit for granted and I just skipped it, you know what I mean? I'm like, fuck, dude. Yeah, yeah. So for agents that don't know what they're doing, the importance of those little details— and again, it's, it sounds harder to learn and more overwhelming than it is, but if you, if you, if you pay attention to the little details and, and, and, and really study your shit, you'll pick up on this stuff quick, you know. I don't, I don't think new agents notice the client's reactions or tonality or their response very well in the moment. So I try to teach people, like, with time you can run the appointment, but you can also watch it. It just takes time for that skill to develop. Yeah, you know, um, that's sick, dude. I love this. You, you've mentioned your team a couple times, several times, obviously, so I know you're building there. What's, what's team structure look like today?

So I kind of came in, I was one of those people that wanted to learn first. Um, obviously there's controversy on that. It's like people want to bring people in.

Pros and cons to both. Yep.

Yeah. So, but for me, that was how I did it. Um, I've had agents come in, come out. I've gotten better at training. I've gotten better at leading. Um, so my team's not huge right now, but like I have probably like 10 people. Um, and so yeah, man, it's just, I'm starting to see The results of, you know, yeah, people that put in the time, like people that actually come in and want to learn will do really, really well. People that put in the effort.

Yeah.

And that's really what I've started to see. Cause I would stress, I felt like their work ethic was on me. Like I had to pull them, I had to motivate them. And that's just, it's, people will have to want it and have to learn and have to put in the work. Are you doing—

are you in an office setting at all, or are you at home and they at home, or what's your dynamic?

Yeah, so we— so most of my guys are on Zoom. Me and another colleague, um, that works with Caitlin— I don't know if you know Elliot Tomlinson, but we— oh yeah, yeah, an office here in Tennessee. So—

oh no shit, we're at—

in Clarksville.

Clarksville? Where's Clarksville?

Next to Nashville.

Oh, it is. Got it.

Yeah, so we actually—

I'm in Atlanta. Huh? I'm in Atlanta.

Are you?

I was in Nashville 2 weeks ago. I didn't know you were out there.

Oh cool. Yeah, we're actually doing a lock-in this week. Um, no shit, Thursday through Saturday.

Yeah.

Okay.

So hell yeah. You know that Roy and those guys, you know those cats in Nashville? Um, they're under Schmidt's group. Um, Roy Clancy, there's a gang of them out there. I've if I start naming names, I'll leave someone out. But there's a whole crew there with, uh, Southwestern Legacy, I think is their official name. A bunch of young kids in their 20s started in— it's— if you watch some of my previous podcasts, more recent, like last month or two podcasts, has been 2 or 3 of them. Um, a bunch of young kids came from selling books door-to-door, and they have a— they have a big-ass office in Nashville, always doing lock-in. Cool, cool as shit crew, dude. Really nice, really nice fucking group. Yeah, worth connecting if— oh yeah, you're in Nashville. Yeah, I'll connect you guys. Yeah, Roy Clancy. There's a couple others. Austin is— Austin Marsh is out there. Roy Clancy. There's, there's a whole little crew, um, and they're killing it, dude. They got like— I'm gonna mess up the numbers a little bit, um, but it's on the podcast. They're doing like fucking like $800 grand a month with like 30 people. I mean, it's obnoxious. Because it's— and they just— their model's neat. It's neat. And they're in Nashville. There's not a lot of, obviously, people, big teams in, in that area, but cool crew if you, if you're looking to connect with some other people in the, in the company.

Yeah, yeah, that'd be awesome.

But yeah, we'll, we'll share it out if you send me your stuff. I mean, we got a, we got a decent amount of people in the Southeast. I'll share it out. Maybe some of those, those guys came to our— we had a lock-in. I rented it to like these two Airbnbs in Nashville. They were like twin Airbnbs that shared a backyard right by that college. I don't know what college is there. Some state, Tennessee State, I don't even know what it was. It was literally across the street, um, maybe 2-3 weeks ago. A lot of those guys from Nashville swung through too.

Oh cool, yeah.

Um, we have some guys that come up there or whatever. So anyway, if I can help at all with connection, just let me know. Yeah, that'd be awesome.

I appreciate that.

Um, dig it, dude. But yeah, I, I— what I would also say to you too, dude, is like context, right? And And a lot of people do this, but when I ask about team size, you're like, eh, my measly little team. It's your part, you know what I mean? You're like, hey, we're not there yet. But dude, what you're doing relative to the average person with the same license you got, getting 10 people paid every month in this space, you're fucking killing it relative to the average agent, dude. So yeah, don't sell yourself short, bro.

Definitely proud of where I'm at now, but definitely can be going Yeah, that's all right.

It's this fine balance between like satisfied and hungry and happy, this whole little weird dynamic we all have to go through. Because man, we're all shooting for more, dude. We're doing obnoxious numbers and I'm not fucking happy either, you know. But that's how it is, man. So sign— signs of someone trying to do big things. Nothing wrong with it. Yep, I love it, dude. So what's next? What do you— what do you got cooking? What's the goals? What are you trying to get to?

Where are you stuck?

I want to ask you that one. Where are you stuck? That sounds like a better question.

I would say just getting people in the door, like selling is one thing, but recruiting is such a different game in terms of balance of setting those expectations. And, you know, I've started getting better and better as I'm doing it, just like with sales. Sure. But I'm pretty blunt with people in terms of the good, the bad, the ugly. Um, and so just looking now for those right people and, um, I don't know if I'm too picky. Um, probably some people I turn away that I shouldn't, which I'm starting to learn, but I would say, yeah, just like getting people, you know, through the, through the door and to the opportunity. It's probably the biggest, dude.

It's a, it's a funny journey, man. Um. And there's, there's different strategies to it too, you know. Some people are like, I only— for instance, I'll give you a few examples. There's guys in Nashville, they won't hire someone if they don't relocate and show up at the office every day. You can't work in their group if you do not relocate to Nashville and come to their office. It's just how they choose to run it, you know. Where you could also take the approach and be like, I'll expand, I don't need just $30,000, $40,000 producers, Um, this is like some of the analogies you gave earlier, you know. It's like figuring out where people are at and where they want to go, you know, and, and then what they're willing to sacrifice to get there. You're never going to get the same answer if you could put 10 people in a room and go, where are you at, where do you want to go, what do you want to sacrifice? You're going to get 10 different answers, you know. There's some overlap naturally, um, but it's like, do you, do you want to— do you— I, I learned there's a way This is hard, but there's a way to help people that aren't necessarily killing it, but they're happy in fucking life, and get them in a position to where they don't bitch, moan, and complain. You know what I mean? So I, I chose to do it along the way of like, I want to learn how to work with all different types of people because I only wanted me at the beginning. I learned that was a really dumb decision. Yeah, you know, and I'm like, shit, I couldn't deal with more of me. And then I only wanted people who did X, and that would get frustrating because everyone says they want to do X and then life gets in the way for most. And then I changed it to like, how about you just do what you say you're gonna fucking do? How about we do that? Can we at least do that? Yeah, you know. And then I just kind of changed things, dude, where it's like, if you say you're gonna do this but you only do this I no longer care, but I have one rule. You can never complain to me. If you say you're gonna run this many and you only run this many, I, I am no longer gonna bitch. I'm not gonna push you. I'm not gonna— I just— because you know you're doing it wrong. And then, and that opened up the door. And it's obviously longer and there's more psychology to it, but the, the overall arching thing for me is I learned if I could do it right and navigate it right One of my best agents ever, dude. She's been with me like 8, 9 years. First 3 years, dude, there's no way she issued more than $80 grand a year ever. But bro, when she came into my office and she got her brand new Volkswagen Jetta for $24,000 fucking dollars, it was the happiest agent I've ever seen in my life. And I was like, a couple years prior, dude, I'd wore her ass out for not selling $30K a month and how broke she was going to be and how bad it was, you know what I mean? And so I had to find a little balance too and go like, how do, how well can I manage different types of people and control their emotions? And just like the client that goes, I want this much insurance, but I only wanna pay this much. How do I deal with the agent who wants this much but is only willing to pay this much? How do I deal with that person and get them to accept something versus not all or nothing kind of shit? It's a super similar dude. Um, you know, so that, that's you deciding, all right, who do I really wanna work with? And then do I have different strategies for each? No different than if I'm in mortgage, final expense, vet versus not vet, you know what I mean? There's little nuances to the strategy, you know. And for me, that's what— that was a— that was a big deal for me. And I always— I can fast forward to today where people are like, you know, you have a lot of agents not making a lot of money. And I'm like, well, everybody looks at money differently. Your version of not a lot of money and their version a lot of money may not be the same, you know, from a business standpoint though, dude, I can look at our, our agency and go, if I turn those people away, we had like 1,900 writers last month. I bet 1,000 did under $5 grand. But dude, it was like $5 million in volume for the month. Yeah. And none of them complained to me. You know what I mean? It's just with time it did. And it, again, there's, I could, pros and cons to both, But for me, it was learning to adapt and study. And the best book I ever read on this was Maxwell's Five Levels of Leadership.

Mm-hmm, yeah.

It taught me the way people view me versus the way I view them. And I was like, holy shit, it's a two-way street.

Yeah.

You know, and learning how to work with different people depending on how they viewed me. I was like, shit. That made me change a lot over the years. You know, that little concept. So it's a, it's a similar struggle to sales. You, you said it, it's very relatable. And you'll start to connect the dots a lot that, hey, the way I structure my in-home and the way I sell a lot is literally exactly what I do with agents. You just got to learn the word tracks and learn how to get them out of their own head. And there's strategies to get people to recruit now versus later. I have a strategy. I'm not going to beat you over the head about it, but I definitely have an approach. Yeah, you know what I mean? All those different, all those different things we deal with, with agents. I have word tracks that I use that click and go like, oh shit, didn't look at it that way. And you'll learn those too. No different as you're studying the sales side when you're working with agents. If it doesn't go the way you want, now go look at the way you approached it and be like, shit, what did I say? How did they react? Oh damn. And you just make tweaks, man, you know?

Yeah.

15 years later, you'll probably have a bunch of agents and realize you still fuck it up every day. Yeah. You know, I mean, we're trying to get better. Yeah.

It's just doing it and you, you will learn. And I've seen— I had some similar thing, like I'm looking for like people that are like me and I've started to kind of see exactly what you said. Yeah. And, you know, holding people's hands too much, worrying about when they're not saying what they said they would do and just learning to be kind of okay with just, if you're not doing it, then there's nothing I can do for you.

But it's an easier conversation when you have it up front. No different than an objection to deal with is easier when you go, hey, so hold on, Justin, didn't you, didn't you say Susan, if you— and then you can go in it. I can be like, hey Justin, dude, I know you're unhappy with your week, bro, but remember we were talking a couple weeks, that conversation you had with your wife and kids about the schedule? I, I don't know, dude. Don't look like you're sticking to it, bro.

What's up?

I can go that route versus be like, hey, dipshit, didn't you listen to the training and see we had to run 40 a week? Or whatever. Yeah, you know, same concept, you know. Um, and it— and, and that again, it didn't make it perfect, but it helped. Yeah, you know, it helped me anyway from losing my mind. I was very emotional about the building because again, the analytical side sees numbers. I'm like, this much input equals this much output. That's my brain, works that way, and I can ignore the noise in the middle. A lot of people can't. No, you know, so I gotta, I gotta approach it differently for different types of people who learn differently and see differently and think differently, you know. It's like learning how to get, get them to see the world different stuff when they ain't like us. Yeah, so it's, it's a, it's been a fun journey, dude. You'll get there. You, you have a big desire to win, which I like.

I do. Yeah, absolutely. But yeah, man, I mean, if I could leave one thing with, with—

please—

is like treating this like a craft. Again, like we, we say pretty much the same things, you know, every single day. And just treating it as like you're an athlete and actually practicing, you know, outside of dial time and training and getting better versus just coming in, going through the motions, hoping to get a sale. So like, that's the one thing that I did very well is I just was— I'm still doing it to this day, even though I'm, I'm producing at a very high level. I'm still trying to get better And especially that will help me get better, uh, make my agents better, right? If I can learn.

So do you have that shit scheduled in your life, or do you just— you're so in tune with 'I need to get better' that you're just studying so frequently, it's just what you do? Or is it like, 'I read this time, I study this time, I listen to my recordings'? It's like, how crazy are you about it? Or is it just your life?

Okay, I'm not that crazy. Just like morning time or nighttime, like, yep, listening to it when I can, you know, because I used to be really crazy about it, but now I'm just like, okay, this is a weird call. Let me listen back to it or listen to my agent recordings. And the more you can teach this, you will get better too. So that's one another thing is like when Kate had me start leading some agency trainings, I really had to break down and be like, why do I say this like this?

That's a good point. Yeah.

And it really helps you. So if you can start start teaching people. It's true. Like, that's really gonna help. But yeah, man, I, I just love it, bro. Love this business. I love it, dude.

It's good. It's been fun, fun to, fun to learn about all the, all the people. Got, uh, glad I got to meet you like this, at least. I know we met a couple times, but if I can help you with your journey, dude, let me know. And, um, I would, I would love some time, dude, if you're open to it, to, um, because again, I, I told you I'm kind of building a new base shop direct. We got maybe 30 agents Nothing crazy, not associated at all with under the big groups that we have. So it's literally a bunch of newbies trying to figure this thing out. Would love to have you on a team call one day if you're open to it. Yeah, um, Mondays at 2, Mondays at 2 Eastern. I'll send you a link, just pick whatever, whenever, any Monday that works for you. I don't care how far out it is. Um, yeah, I would love to have you talk. This is some good shit. I would love to share it. Absolutely. Yeah, if I can do the same for your team, dude, with anything, just let me know.

I appreciate— yeah, send me the link and I'll book, I'll book it right now.

I'll send it to you in a little bit.

Cool.

Hi, my man. Appreciate your time. Thanks for sharing. I will share all your stuff on social so they can follow you out there if you'd like them to. I know my team collects it, so we'll share your shit. He's not hard to find. I see his stuff on Instagram. So if you'd like, if you'd like, which here, follow him. He's got plenty of trainings and good stuff going on out there. So appreciate your time, dude. Go kill it. Let me know if I can help. Hey guys, if you've enjoyed the podcast or any of the previous episodes, if you're on Spotify or any of the other Apple podcast platforms, would love if you'd go in and leave a review for us. If you're, if you're watching on YouTube, comment, like, subscribe, share, do all the things. We'd greatly appreciate it. Helps get the word out to everybody. Appreciate you and we'll see you on the next one.